Habits Will Carry You Further, Faster.
So you want to grow your practice… What’s your focus? You could answer that question with many different right answers—as long as your answer is derived from and driven by your written business development strategy. (If you don’t have that, any action you take might work well or it might not.) No matter what focus you selected, […]
End-Of-Summer Reading Recommendation
I strongly believe that some of the best ideas for business and marketing come from outside the legal profession. If you aren’t making time to read more general business books, you’re missing a terrific opportunity. While not everything you read will be directly applicable to the law, you’ll find that smart ideas that aren’t directly […]
“Me too” Marketing?
“Me too” marketing refers to virtually indistinguishable marketing messages and offers for products or services from multiple providers. Unless you see a name or logo associated with the marketing, you’d have a tough time knowing which provider issued “ me too” marketing because it all sounds alike. Attorneys often fall into “me too” marketing for […]
How Do You Ask For Business?
How do you ask for business? We all know intuitively (or through training) that those who don’t ask typically don’t get business. However, many lawyers are leery to come out and ask for business explicitly, and rightly so. Asking can disrupt a relationship if the answer is “no,” and, under some circumstances, asking can even […]
What’s The Real Problem?
We all face challenges in the business of a law practice. We were taught in law school that we have to ask the right questions in practice to get the necessary answers for our clients. (Litigators, you especially know what I mean!) But somehow, we forget what that means for our own practices. I recently […]
How Do You Focus Your Biz Dev Tactics?
One of the best things about business development is also one of the worst: you have multiple strategies and tactics at your disposal to grow your practice. Sure, you can boil down all business development to just a few actions: get known for work in your area of practice, meet people who need your help […]
How To Handle Objections
Nobody wants to hear “no” in response to a request for business. Of course, you won’t get every piece of business you seek, and knowing that negative feedback is part of the process may help you to prepare. However, you may find that rather than being told directly that you’re not getting the business, you’ll […]